Ford, David and Mouzas, Stefanos (2010) Networking under uncertainty:concepts and research agenda. Industrial Marketing Management, 39 (6). pp. 956-961. ISSN 0019-8501
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This paper has two aims: Firstly, to develop the interpretation of business management as a process of 'networking' between companies by relating networking to the concepts of managerial uncertainties and abilities. Secondly, to suggest some areas of potential research that arise from the view of management as networking under uncertainty. The paper builds on the Activities, Actors, Resources (ARA) structure (Håkansson & Snehota 1995) and the Model of Managing in Business Networks (Håkansson et al., 2009) and interprets business interaction as a problem-coping process that involves a set of choices for interacting actors within particular business relationships that are unique in time and space. The paper then relates these choices to the uncertainties and abilities of interacting counterparts.
|Journal or Publication Title:||Industrial Marketing Management|
|Additional Information:||This is the author’s version of a work that was accepted for publication in Industrial Marketing Management. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. A definitive version was subsequently published in Industrial Marketing Management, 39, 6, 2010 DOI: 10.1016/10.1016/j.indmarman.2010.06.015|
|Uncontrolled Keywords:||Interaction ; Networks ; Networking ; Uncertainties ; Abilities ; Coping|
|Departments:||Lancaster University Management School > Marketing|
|Deposited On:||11 Jul 2011 19:35|
|Last Modified:||26 Feb 2017 02:11|
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